sales management
How to manage your remote sales teams
The gig economy, improved technology, and cultural shifts have led to more and more employees working from home over the past decade. But nothing has driven that change as fast as the current coronavirus pandemic.
Sales pipeline dried up? The #1 way to land top prospects now
It’s a very scary time, with lots of uncertainty as we stay shuttered in place. We see deals in our sales pipeline postponed or disappearing. So, what do you do? You take action.
Working from home
Over the past couple of weeks, I’ve had friends, colleagues, clients calling and to talk about the trials and tribulations of working from home. We’ve shared funny stories, frustrations, and swapped hints and tricks.
Do your customers have a ‘survive’ or a ‘come back stronger’ mindset?
There probably isn’t a single industry or organisation that isn’t being affected in some way by covid-19. A few sectors - healthcare and food retail amongst them - are seeing increasing demands for their services and increasing stress on their ability to deliver. Others are seeing an often-precipitous decline in demand.
Sales automation run amuck
Technology is a double edged sword. We can use it to improve the impact, value, effectiveness, and efficiency in engaging prospects and customers. At the same time, we can use it to drive away customers/prospects by creating crap at the speed of light.
How to kill your sales organization with bad assumptions
Every great salesperson knows that a bad assumption can kill a deal. Assume that the buyer understands the cost of not acting. Assume that the buyer understands the benefits of your offering. Assume that they know where to find the budget for your solution. Assume that there's one primary decision-maker.
